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销售学入门 英文版 第5版PDF|Epub|txt|kindle电子书版本网盘下载
- （美）查尔斯 M.富特雷尔（Charles M.Futrell）著 著
- 出版社： 北京：机械工业出版社
- ISBN：7111064216
- 出版时间：1998
- 标注页数：558页
- 文件大小：28MB
- 文件页数：583页
- 主题词：
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图书目录
PART Ⅰ1
Selling as a Profession1
1 The Life. Times. and Career of the Professional Salesperson2
2 Relationship Marketing: Where Personal Selling Fits38
3 Social. Ethical. and Legal Issues in Selling64
PART Ⅱ93
Prepazatian for Relationship Selling93
4 The Psychology of Selling: Why People Buy94
5 Communication and Persuasion: It's Not All Talk130
6 Sales Knowledge; Customers. Products. Technologies156
PABT Ⅲ189
The Relationship Selling Process189
7 Find Your Prospect. Then Plan Your Sales Call190
8 Select Your Presentation Method. Then Open It Strategically226
9 Elements of Making a Great Sales Presentation270
10 Welcome Your Prospect's Objections302
11 Closing Begins the Relationship336
12 Service and Follow-up for Customer Retention368
PART Ⅳ389
Cazeezs in Selling389
13 Retail Selling: Challenging and Rewarding390
14 Organizational Selling: Business. Services. and Nonprofit418
PART Ⅳ439
Managing yourself, your Cazeez and Others439
15 Time. Territory and Self-Management: Keys to Success440
16 Planning, Organizing, Staffing of Successful Salespeople464
17 Motivation. Compensation. Leadership. and Evaluation of Salespeople498
Notes530
Glossary of Selling Terms538
Photo Credits and Acknowledgments547
Name Index549
Company Index551
Subject Index553